Sales managers must set an example for workforce

“If you are not periodically bringing in good, highly enthusiastic new people as needed,” Tom said, “your office will plateau as to productivity, which is not what any company wants.”

Be proactive. Tom told me that following a recession, too many companies wait until things are much better before they really get active and go out and take advantage of the market. The top companies start gearing up their sales activities before the cycle turns, so they’re ahead of the competition.

“When the economy is coming back,” he said, “the story salespeople should be telling their customers is that all indicators by major economists are showing that your market is not only picking up, but it’s getting hot. And we want your company to be ahead of your competition.”